Transcript

Developing*an*event*marketing*strategy*
using*digital*media**
!
Case:!Data!Group!Jyväskylä!
*
*
Senni!Pöysti!!
Carina!Ström!
*
*
*
Bachelor’s!Thesis!
April!2015!
*
*
Degree!Programme!in!International!Business!
School!of!Business
Description+
!
Author(s)!
!
Pöysti,!Senni!
Ström,!Carina!
!
Type!of!publication!!
Date!
Bachelor’s!thesis!
24.04.2015!
Language!of!publication:!!!
English!
Number!of!pages!!
48!
Permission!for!web!
publication:!x!
Title!of!publication!!
Developing+an+event+marketing+strategy+using+digital+media!
Case:!Data!Group!Jyväskylä!
Degree!Programme!!
Degree!Programme!in!International!Business!
Tutor(s)!
Neuvonen,!Heidi!
!Assigned!by!
!
Data!Group!Jyväskylä!
Abstract!
The!aim!of!this!research!was!to!develop!an!event!marketing!method!using!online!resources!
for!the!business!brunch!organized!by!Data!Group!Jyväskylä.!The!objectives!were!to!discover!
through!which!media!the!event!attendees!and!invitation!receivers!want!to!be!approached,!
and!what!kind!of!content!would!be!the!most!appealing!for!them.!!
An!action!research!strategy!was!chosen!for!this!study.!The!data!was!collected!using!a!mixW
methods!approach!including!two!questionnaires.!The!first,!printed!questionnaire!was!for!the!
six!attendees!at!the!event.!The!second!questionnaire!was!sent!online!to!the!company!
executives!who!had!not!registered!for!the!event.!The!main!focus!was!on!the!online!
questionnaire.!The!online!questionnaire!was!sent!to!298!recipients!of!whom!173!
acknowledged!it,!but!only!13!completed!it.!The!questionnaires!were!developed!from!existing!
theories!and!adapted!to!comply!with!the!company’s!style.!!
The!results!indicate!that!inconvenient!time!was!the!main!reason!for!not!attending!the!event.!
It!was!revealed!that!an!influential!speaker!and!different!time!of!the!event!would!motivate!
respondents!to!attend!future!events.!In!addition,!the!results!revealed!that!eWmail!was!the!
most!preferred!approach.!The!case!company!also!received!a!recommendation!for!enhancing!
the!number!of!the!participants!in!the!event!in!the!future.!
!Keywords/tags!(subjects)!!
digital!media,!eWmail!marketing,!event!marketing,!sales!lead,!action!research!
!
!
Miscellaneous!
The!questionnaires!and!invitation!attached!
!
Kuvailulehti*
!
Tekijä(t)!!
!Pöysti,!Senni!
Ström,!Carina!
!
Julkaisun!laji!!
Päivämäärä!
Opinnäytetyö!
24.04.2015!
Sivumäärä!!
Julkaisun!kieli!!
48!
!
Englanti!
Verkkojulkaisulupa!
myönnetty:!x!
Työn!nimi!!
Tapahtumamarkkinointimenetelmän*kehittäminen*käyttäen*digitaalista*mediaa!
Case:!Data!Group!Jyväskylä!
Koulutusohjelma!!
International!Business!
Työn!ohjaaja(t)!!
Heidi!Neuvonen!
!Toimeksiantaja(t)!!!
!Data!Group!Jyväskylä!
Tiivistelmä!!
Tutkimuksen!tarkoituksena!oli!kehittää!tapahtumamarkkinointimetodi!Data!Group!
Jyväskylän!järjestämää!brunssia!varten!käyttäen!digitaalista!mediaa.!Tavoitteina!oli!selvittää,!
minkä!median!kautta!osallistujat!ja!kutsutut!haluavat,!että!heihin!otetaan!yhteyttä!ja!
millainen!sisältö!olisi!houkutteleva.!!
Tutkimusmenetelmäksi!valittiin!toimintatutkimus.!Aineisto!kerättiin!monimenetelmällä!
käyttäen!kvantitatiivista!ja!kvalitatiivista!menetelmää,!joka!sisälsi!kaksi!kyselylomaketta.!
Ensimmäinen!kysely!oli!tulostettu,!ja!se!oli!suunnattu!kuudelle!tapahtumaan!osallistujalle.!
Toinen!kysely!toimitettiin!sähköisesti,!ja!se!oli!tarkoitettu!niiden!yrityksien!johdolle,!jotka!
eivät!rekisteröityneet!tapahtumaan.!Pääpaino!oli!sähköisessä!kyselyssä.!Sähköinen!kysely!
lähetettiin!298!vastaanottajalle,!joista!173!avasi!kyselyn,!mutta!vain!13!vastasi!siihen.!Kyselyt!
kehitettiin!olemassa!olevan!teorian!pohjalta!ja!muokattiin!yrityksen!tyylin!ja!tarpeiden!
mukaisesti.!!
Tulokset!osoittivat,!että!pääsyy!miksi!kutsutut!eivät!osallistuneet!tapahtumaan!oli!
sopimaton!ajankohta.!Lisäksi!tulokset!paljastivat,!että!vaikuttava!puhuja!tai!ajankohdan!
muutos!motivoisi!vastaajia!osallistumaan!tulevaisuudessa.!Lisäksi!tuloksista!kävi!
yksimielisesti!ilmi,!että!sähköposti!olisi!mieluisin!tapa!saada!tapahtumakutsu.!Tulosten!
pohjalta!tehtiin!suositus,!jolla!pyritään!tulevaisuudessa!kasvattamaan!yrityksen!tapahtuman!
osallistujamäärää.!!!
Avainsanat!(asiasanat)!!
Digitaalinen!media,!sähköpostimarkkinointi,!tapahtumamarkkinointi,!liidit,!toimintatutkimus!
!
!
Muut!tiedot!!
Kyselylomakkeet!ja!kutsu!liitteenä!
!
1
!
CONTENTS'
1!
Introduction .......................................................................................................... 3!
1.1! Data Group Jyväskylä ....................................................................................... 7!
1.2! Research problem & objectives......................................................................... 7!
2!
The concept of digital and event marketing....................................................... 9!
2.1! Digital marketing strategy ............................................................................... 11!
2.2! Types of digital marketing .............................................................................. 12!
2.3! Sales leads ....................................................................................................... 16!
2.4! Event marketing .............................................................................................. 18!
3!
Methodology ....................................................................................................... 22!
3.1! Research design & strategy ............................................................................. 23!
3.2! Data collection................................................................................................. 25!
3.3! Data analysis ................................................................................................... 28!
3.4! Research implementation ................................................................................ 30!
4!
Event marketing methods for Data Group Jyväskylä .................................... 31!
4.1! Customer preferences ...................................................................................... 32!
4.2! Attractive content for customer participation.................................................. 32!
4.3! Recommendations ........................................................................................... 36!
5!
Conclusion ........................................................................................................... 38!
5.1! Reliability and validity .................................................................................... 39!
5.2! Suggestions for future research ....................................................................... 40!
REFERENCES ........................................................................................................... 42!
APPENDICES ............................................................................................................ 45!
Appendix 1. Invitation.................................................................................................. 45!
Appendix 2. A copy of the first questionnaire ............................................................. 46!
Appendix 3. A copy of the second questionnaire......................................................... 47!
2
FIGURES
Figure 1. The most preferred ways to opt in with brands .............................................. 4!
Figure 2. Most used ways to market an event ................................................................ 5!
Figure 3. Results from e-mail list segmentation/targeting ............................................. 6!
Figure 4. The process of the study ................................................................................. 8!
Figure 5. Most commonly used social network sites ................................................... 14!
Figure 6. Research onion ............................................................................................. 23!
Figure 7. The process of action research ...................................................................... 25!
Figure 8. The gender of the respondents ...................................................................... 29!
Figure 9. Reason for attending the event...................................................................... 32!
Figure 10. Interested in further information ................................................................. 35!
TABLES
Table 1. Modified swot-analysis for event marketing.................................................. 19!
Table 2. Influence of gender for not attending ............................................................. 33!
Table 3. Influence of gender on what would motivate to register for the future event 34!
!
3
1 INTRODUCTION
Ever since people have had something to sell, marketing has existed. The
effectiveness of marketing methods has changed over thousands of years. Marketers
have had to change their game as technologies advanced at a more rapid pace.
Previously access to advanced technology was limited to a fragment of the population.
These advancements were slowly spread out to the crowds over decades. The number
of the members of a society that have started using a new technology or innovation
within a specific time frame is called the rate of adoption. Nowadays, as the adoption
rates are faster and more widespread than ever, the control is back in the hands of
consumers. (Eridon 2012.)
Marketing, as we used to know it, has been transformed by the Internet and digital
media after the launch of the first website in 1991. The web is used daily by over one
billion people worldwide to find new information on products and services and many
other things. The way companies market their services and products to consumers and
other businesses have changed dramatically. It is vital for a company to have an up-todate knowledge on digital marketing and the digital environment, if it wants to
succeed in the existing markets. (Chaffey & Ellis-Chadwick 2012, 6.)
Previously conducted researches reveal that people will more likely join an e-mail list
than follow companies on social media. Furthermore, people would rather get
information about events through e-mail than social media and traditional mail. For
companies it is also more beneficial to use digital marketing because it is less
expensive than the traditional, also referred to as outbound marketing. Digital
marketing also reaches tremendously more audience than outbound marketing.
(Hallerman 2011; Miller 2011.) The following Figure 1. below shows the distribution
of ways customers want to opt in with brands.
4
Figure 1. The most preferred ways to opt in with brands (Hallermann 2011)
Many event organizers do not take into account those who would actually benefit
from attending their event and therefore waste time to untargeted marketing. As a
result almost half of the event organizers have not been able to increase their
attendance numbers. This is based on a survey of event organizers and attendees,
conducted by Hubspot and Eventbrite in 2014. Over half (79%) of the respondents go
to events to learn something new but more than a third of them are being left
disappointed. Based on the study and well-proven tactics Hubspot and Eventbrite
draw up the steps to follow in order to succeed in events. It is really important to think
about the attendee persona and target the marketing to the right people. Event
organizers can use press releases and video marketing and create striking images to
get the attention of people. They can promote their event content in social media and
e-mail and also focus to personalize the message. (Toner 2014.)
In 2011 Hubspot and Constant Contact conducted a study on how businesses promote
their live events. More than 900 businesses responded to their questions, and the
results revealed that the most frequently used method was e-mail: over half (76%) of
the respondents use e-mail to promote their events. Word of mouth and website were
5
the next frequently used methods. The survey revealed that a little under half (47%) of
the respondents mail postal invitations and 40% use social media sites. A little fewer
than half the respondents still call individuals by telephone and less than 7% use
magazine ads. Only 11% of the respondents use blogging for event marketing. These
results show an interesting mix of inbound and outbound marketing tactics, see Figure
2. Surprisingly many still use outbound tactics like postal mail and phone calls that is
more expensive than inbound marketing. According to Hubspot’s “2011 State of
Inbound Marketing Report” inbound tactics are more effective and 62% less
expensive than outbound tactics. (Miller 2011.)
Figure 2. Most used ways to market an event (Miller 2011)
Writing a compelling e-mail
According to Corey Eridon (2012), there are several components that can be followed
in order to write a functional e-mail. Eridon states that the subject line is the key to a
good e-mail, if it is not compelling enough, the receiver will most likely ignore it.
As shown in the Figure 3., highly targeted e-mails are more likely to be opened by the
recipient. By list segmentation/targeting the e-mail becomes more personal. It reaches
the people that are probably already looking for it.
6
Figure 3. Results from e-mail list segmentation/targeting (Eridon 2012)
Using verbs, such as “buy, take, download” etc., can also make an e-mail more
appealing. By using such verbs in the subject line, the recipient knows what is
possible to do in the e-mail. It is important that the subject line is clear and to the
point, and that it is coordinated with the e-mail content. According to Eridon it is
important to write in the second person and be brief. (Eridon 2012.)
According to Anders Frankel (2012), there are a couple of things that should be kept
in mind when writing an alluring invitation by e-mail. One of the first things that
should be noticed is to keep the text short and simple. It is also said that the text
should be in a form where it is easy to read. The writer should also keep in mind that
he is addressing a human, thus it should be more personal. That is why the writer
should not address the receiver formally, because it does not seem equally personal.
It is important to create an attractive title to the e-mail, one that stands out from the
other e-mails and separates it from junk mail. It is advised that the title should have
7
the name of the company who is inviting the receiver and also the purpose of the email should appear in the title. (ibid.)
One of the important factors affecting the number of e-mails being opened is the time
and day they are being sent. It is said that they should not be sent on a Monday or a
Friday, because on Monday people are busy with work and on Friday they are not
looking for any extra work. An invitation by e-mail should answer questions like:
What? Where? When? Why? An invitation e-mail should always have the most
important content first. (ibid.) Next subchapter will introduce the case company.
1.1 Data Group Jyväskylä
Data Group Jyväskylä is an IT service company and it is a part of the Data Group Oy
chain. Data Group Oy consists of over 50 private Data Group branches. It is also a
subsidiary in Suomen Ohjelmistopalvelu.fi Oy. They have opened their services in
Jyväskylä in 2008. Data Group Jyväskylä’s slogan is “The right IT-solution for your
business”. They call themselves a full service IT-house, because they offer everything
a company could need regarding IT-services. They serve business customers with all
matters concerning IT-devices and software systems in Central Finland. Through Data
Group Jyväskylä, a company gets software, training, maintenance and support. They
offer Lemonsoft ERP software system through Ohjelmistopalvelu.fi, which is their
regional partner. Data Group Jyväskylä and Data Group Turku are both subsidiaries of
Suomen Ohjelmistopalvelu.fi Oy, thus they have the same ownership. (Data Group
Jyväskylä 2015.)
The executive of Data Group Jyväskylä expressed a concern for the little return on
investment of their brunch events. They needed to create a way to increase the
participation rate, in order for them to acquire new customers and sell their products
and services. Since, the company needs customers to make profit.
1.2 Research problem & objectives
Data Group Jyväskylä wants to acquire new customers and will organize a business
brunch for the first time. In Data Group Turku this has been done before but their
problem has been that they cannot get enough participants to their business brunches.
At the brunch they inform the participants about their services and solutions. They
invite small and medium size businesses to the brunches. In Turku they have been
8
using opt-in e-mail technique to send the invitations. They send the invitation e-mail
to roughly a three thousand companies and they usually get around fifteen
participants. They would like a better return on investment for the events. Data Group
Jyväskylä is using some event marketing tools, but there is no data to indicate that
they are the right ones. The objective is to research how Data Group Jyväskylä can
develop their event marketing in order to get a better return on investment. Thus, it is
important to research what kind of event marketing methods target audiences prefer.
This study aims to answer the following research question:
What is efficient event marketing in order to get maximum return on investment of the
event?
The supportive questions to the primary research question are the following:
1. What kind of approach do the customers prefer?
2. What kind of content attracts the customer?
The aim is to be able to answer the research question and provide Data Group
Jyväskylä with effective solutions for the future. The structure of this thesis is
presented in the Figure 4. below.
Figure 4. The process of the study
9
2 THE CONCEPT OF DIGITAL AND EVENT
MARKETING
Digital marketing is defined as using digital technologies to reach marketing goals.
This requires an online presence from the company. The company needs to manage
their websites and company’s social media sites effectively and also their other online
communication systems that might include; search engine marketing, social media
marketing, online advertising and e-mail marketing. A company should be able to turn
possible sales leads into customers by managing their online presence effectively.
(Chaffey & Ellis-Chadwick 2012, 10.)
A definition of digital marketing by Dave Chaffey & Fiona Ellis-Chadwick (2012,
655); “Describes the management and execution of marketing using electronic media
such as the web, e-mail, interactive TV, IPTV and wireless media in conjunction with
digital data about customers’ characteristics and behavior.”
Event marketing combines marketing and events. Marketing is goal-oriented and its
purpose is to transmit messages from organizations and make people act the way they
want. Event marketing on the other hand is goal-oriented and interactive which
combines an organization and its target groups in an event. There are different
definitions about event marketing but in general event marketing is strategically
planned persistent activity where community or company communicates through a
memorable event with the chosen target group. The following criteria must be fulfilled
in event marketing: the event is planned beforehand, the target group and objective are
carefully defined, and the event is interactive, memorable and experiential. Event
marketing enables to build or strengthen the company’s image or products’ and
services’ brand. The crucial part in event marketing is that it is part of a company’s
marketing strategy. Event sponsorship, promotions, product launches, trade shows and
flash mobs are also considered as a part of event marketing. (Vallo & Häyrinen 2014,
19-20.)
10
Digital marketing
When thinking of investing time and money in digital media and digital marketing, a
company needs to consider two things. First they need to think if their target
group/audience is online and using the web to search and purchase services and/or
products. Secondly they need to determine if their product/service is suitable for the
digital market. (Ryan 2013, 23.)
Digital marketing is beneficial because it can be used for a company to reach their
objectives in for example marketing and sales domain. The Internet works as
marketing research to discover what customers are looking for. The Internet also
allows customers to approach the data of the company and possibly purchase items at
anytime and anywhere in the world. It provides a possibility to earn customer
gratification via digital channels. It also helps the company to improve their supply of
products and/or services. (Chaffey & Ellis-Chadwick 2012, 15.)
Digital marketing is very important in the current world, since it is stated that around
one third (⅓) of the world’s population is on the net. That means around 2.5 billion
people out of seven billion. By using the Internet, a company is able to reach wider
audience than it could in any other way. Digital media fits in the marketing mix, the
four P’s. The place being the Internet, which people can access through laptops,
computers, mobiles, etc. Price in the digital market is crucial since the competition is
tough and due to any price comparison sites, one cannot afford to overprice. Unlike in
the offline market, in the digital market customers can find out in few clicks what the
competitive companies have to offer and at what price, thus the pricing has to be
accurate. The product also has to be very appealing to the customers. It has to be
something that the customers value. Promotion is everything you do to make the
company or brand more seen, offline and online. (Ryan & Jones 2013, 33-34.)
Professor Debra L. Zahay created the “four I’s of Internet marketing”. Internet
marketing is considered to be the same as digital marketing. The four I’s are:
interactive, information-driven, immediate and involving. In the Internet world it is
easy for a company to interact with their clients. The company also gets a lot of
precious data from the clients when they visit their websites, since every move they
make on the website can be documented. Companies can also send e-mails or update
11
their social media at any time, which is why digital marketing is called “immediate”.
Thus, when a company wants to offer a sale or a product to a specific target group,
they can do it on their digital media, for example the black Friday sales. A marketer
should always try to make the company’s Web page interesting and provide multiple
attractions. By making an attractive content, the marketer can encourage the visitor to
make a purchase or click on a video. (Roberts 2003, 128.)
To sum up, if the digital marketing is done effectively and if there is a functional
digital marketing strategy, digital marketing is beneficial for the company because it
reaches wider audiences. It is also cost effective.
2.1 Digital marketing strategy
In order to achieve great digital marketing a company needs to develop a working
digital marketing strategy. The way that all Internet channels and traditional channels
communicate and unite is a major part of the development of a digital marketing
strategy. The digital marketing strategy also needs to coordinate with the business
strategy, and set specific objectives for the development of the business and brands.
(Chaffey & Ellis-Chadwick 2012, 14.)
According to Damian Ryan & Calvin Jones (2009, 23), the infrastructure of the digital
marketing strategy is down to the following components:
•
Knowing your business
•
Knowing the competition
•
Knowing your customers
•
Knowing what to achieve
•
Knowing how you are doing.
A company should determine if it has the skills and technology needed to thrive in the
digital market and if digital marketing fits in the company’s business plan. The
company should also figure out who their biggest competitors are in the digital
market, and what they have to offer and what not. They could learn something from
the competitors and create something that differs from them and the previous
12
marketers. The company should also define their customers, as in if they want to
attend to the same target group as they do in the offline market. Knowing what the
company wants to achieve is important since if it does not know where it is going, it
will probably never get there. By setting clear goals and objectives, it would be easier
to monitor the achievements. In the digital media it is easier to find out how a
company is performing. Since every action that happens online can be tracked and
from that can be learned what is working and what needs to be improved. (Ryan &
Jones 2009, 23-26.)
It can be said that after all, digital marketing strategy comes down to three things:
understanding, evaluating and researching your business, your competition and your
customers. (ibid., 35.)
Media channels
Today’s market is more competitive than ever. Marketers need to adapt to this by
considering the three primary forms of media channels: paid media, earned media and
owned media. Paid media, as the name suggests, is the type of media that is bought. A
company pays a site owner to post ads or pays for visitors. Earned media is achieved
by word-of-mouth, conversations in social media and blogs. Owned media means the
media that the company owns, including the company’s websites, blogs, social media
accounts, etc. Thus mostly all the media that is authorized by the company. (Chaffey
& Ellis-Chadwick 2012, 11.) In the next subchapter different types of digital
marketing methods are explained.
2.2 Types of digital marketing
There are many different forms of digital media channels. The main ones being:
search engine marketing, online PR, online partnerships, display advertising, opt-in email marketing and social media marketing. (Chaffey & Ellis-Chadwick 2012, 29.)
Social media has created a revolution in the marketing sector. Most known social
media network formats are: Facebook, Twitter, Instagram, LinkedIn, MySpace. It took
Facebook nine months to get 100 million users; to comparison it took the radio 38
years to get 50 million users. People have access to the Internet and can update their
social media accounts everywhere and at any time. 80% of Twitter usage is on mobile
13
gadgets that mean personal bad customer experiences get published easily and fast.
(Qualman 2009.)
Definitions of social media;
“Social media is all about leveraging online tools that promote sharing and
conversations, which ultimately lead to engagement with current and future customers
and influencers in your target market. The key to social media working, is having a
content marketing strategy that involves the distribution of valuable, relevant and
compelling content that promotes the behavior you are looking for that will ultimately
drive your business. Most businesses start with the tools. Effective social media starts
with a content strategy that helps to position you and your brand as the expert in your
niche through provocative, informative and helpful content. Then, once that is
accomplished, the social media tools are now available today that make the plan come
together.” (Pulizzi 2011.)
Nowadays the word of mouth matters more to customers than ever before. It is also
believed that people trust word of mouth more than advertisements and what brands
say about themselves. There are about 200,000,000 blogs, over half (54%) of the
bloggers post daily, and less than half (34%) of the bloggers share positive and
negative opinions on products and brands. If a company invests in a blog, the
exposure they are putting themselves open for is massive. (Ryan & Jones 2009, 165.)
If a company decides to put up their own blog, it is important to remember a few
matters. One is to remember that a blog is considered to be personal. Audience wants
to hear and read ones’ personal opinions, not to be pushed with promotion for a
certain company. The blog needs to stay personal even if it is the company’s own
blog. One of the many important factors is to keep the blog updated regularly. (ibid.,
189.)
Nowadays it is easy to share your personal thoughts and experiences on the Internet
and especially on social media to a huge amount of people. Every company needs to
put extra effort in being a superb company and take every critique seriously. Since if
the company remains lousy and does not take in account customer’s critique, the word
gets out and it can turn very badly for the company. Social media marketing is an
14
effective tool to monitor customers’ behavior and communication with each other.
(Kotler 2013.)
Figure 5. Most commonly used social network sites (The 60 Second Marketer
2013)
Search engine marketing is a digital marketing method. The objective is to seemingly
show a certain company’s website on search engine searches. This can be done for
example by search engine optimization. (Creswell 2007, 266.)
Opt-in e-mail marketing is a type of digital marketing that needs the customers’
permission to receive e-mails from the company. It is also something that is requested
by the customer. (Chaffey & Ellis-Chadwick 2012, 29, 664; Roberts 2003, 462.)
Online PR digital marketing technique involves third parties, such as blogs. Online
PR’s main goal is to boost the brand’s/product’s image by good comments on the
brand/product. It also involves answering negative comments about the brand, product
or company. (Chaffey & Ellis-Chadwick 2012, 29.)
15
Direct marketing can be used as a method to lead customers to the website. This can
be done by direct mail to mail by offering something tempting, such as special sales or
better offers that are only available online. (ibid., 548.)
It is vital for a company to have a good website. If the website performs well and the
customers feel like they get what they came for, they will come back. If the website is
poor, the customers will go look elsewhere. That is why it is important to create a
website with good visual design, style and structure. The website needs to support the
company’s brand and also have the right information for the customers. It has to be
easy to find, up to date, clear, relevant, accurate and detailed. (ibid., 398-401.)
The first thing a company should think about when considering to open a website, is
whom is it for. The reason why the website is important is because it is the one thing a
company can control in the digital environment. The company can publish what they
want to, the website can be designed in a certain way and changed if it needs to be
changed. (Ryan & Jones 2009, 40, 43.)
It is often said that a company’s website should be user-centered. This means that the
design of the website is based on maximizing the user experience. In order to achieve
a user-centered website, these questions amongst many others should be considered:
Who are the most important users? Why are they accessing the site? How often? What
are they looking for? How will they want to receive their information? (Chaffey &
Ellis-Chadwick 2012, 399.)
Content is the most important thing to think about when designing a website. It can set
a company apart from its competitor with exclusive content. It works as the base for
everything a company does online. The content is what attracts customers to visit the
website and if the content is good, they will keep visiting the website. But if it is bad
they will not re-visit. (Ryan & Jones 2009, 79.)
Content marketing is a very important aspect of digital marketing. It works as bait to
sales leads. Its’ purpose is to create and share important, significant and rational
content to captivate the audience. Its’ purpose is also to get more customer reaction
and to get the company more seen in the digital environment. (Content marketing
institute 2012.)
16
Content marketing definition;
“Content marketing is the marketing and business process for creating and distributing
relevant and valuable content to attract, acquire, and engage a clearly defined and
understood target audience – with the objective of driving profitable customer action.
A content marketing strategy can leverage all story channels (print, online, in-person,
mobile, social, etc.), be employed at any and all stages of the buying process, from
attention-oriented strategies to retention and loyalty strategies, and include multiple
buying groups. Content marketing is comparable to what media companies do as their
core business, except that in place of paid content or sponsorship as a measure of
success, brands define success by ultimately selling more products or services.“
(Pulizzi 2012)
2.3 Sales leads
Sales leads are potential customers or businesses that are interested in a certain
company’s products or services. A sales lead is a piece of information, for example a
name and a phone number or an e-mail address. Many companies practice lead
nurturing in order to get qualified leads. This means the company is actively giving
valuable information about their products and services in order to build a strong brand
image. Thus when the customer is ready to buy they know where to turn to. (Sullivan
2008, 8.)
The most powerful aspect of public relations and social media is likely their proven
ability to influence people to take action. That is why they are both popular tools to
generate leads, whether used together or separately. Companies can use public
relations in many different ways, including reputation and image management, or
promoting products or services. Potential prospects notice when a company’s service
or product is featured in the media, such as TV, magazines, newspapers, radio
programs or influential blogs. These placements can immediately raise the traffic on
company’s website and contribute to search engine optimization. Creating blogs for a
target audience is an effective way to establish a company name and their expertise.
Blogging provides a continuous stream of a relevant content. Updating a blog can be
time consuming, but if it is done properly, it can become a lead-generating machine.
(Fishman 2013, 32-33.) Different lead generation tactics are described next.
17
Lead generation
Generating leads is a process that companies must practice consistently and
continuously. Leads are only leads and turning them into prospects takes effort so it is
important to have many leads waiting to be contacted by the sales department. A sales
person cannot close every sale. Thus, a sales department has to know how many leads
they have to close every month and how many appointments they have to make. Lead
generation services are offered by several marketing agencies for businesses that do
not want to develop their own systems. It is important to use several different lead
generation methods in order to get as many leads as possible. The most successful
ones are search-engine marketing, social-media advertising, display advertising, email marketing, direct mail marketing, cold calling and trade shows. (McNabb 2010.)
Social media is a valuable tool used in lead generation process. It is important to post
coverage in social networks such as Facebook, Instagram, Twitter and LinkedIn, but
also how to do it effectively. The timing of posts and how the company posts is also
very important. The company needs to know their audience and adjust the posts
accordingly. The more people will see the posts, blogs or videos, the more people will
share the content and the story spreads like a wild fire. This will create more
opportunities for leads. Social media is ideal for interacting with consumers and
building brand loyalty. The use of social media encourages lead generation and can
have a great impact on sales of products or services. (Fishman 2013, 32-33.)
Qualified leads
Qualified leads are alleged good leads that the company sees as qualified buyers.
Qualifying leads helps the company to separate the prospects from others. Lead
scoring means that every sales lead is given a score based on different information.
The information can be a job title, geography, industry, company revenue or a lead’s
online behavior. The company can give scores on lead’s web visits, search activity, email response, social media activity or downloads. All this information is helpful
when qualifying leads. Thus, a sales department knows what to offer to the potential
customer. To sum up, using different lead generation tactics companies can maximize
the number of leads and by scoring them it is easy to recognize the qualified ones.
(Grant 1995.)
18
2.4 Event marketing
Overall knowledge of event marketing has increased and event organizing is being
taught in different courses. The quality of events has been improved since people are
paying more attention to professional event organizing. The problem is repeating the
same well-proved events when organizers should invent something new and surprising
in order to create impressive and memorable events. Nowadays events are being
organized keeping in mind the input-profit ratio not just for the fun of organizing. In
this social media era people have many superficial relationships in their working life
and events are great way to deepen the interaction. (Vallo & Häyrinen 2014, 8-9, 21.)
Events can be the best marketing tool a company have if thoroughly planned and
executed. Of course it should not be used alone because event marketing is integral
part of overall marketing operations. Beside of event marketing the marketing
operations includes public relations, personal selling, direct marketing, online
communication, advertising and telemarketing. Events enables companies to interact
with their customers and prospects face to face and allows companies to get
immediate feedback. (Saget 2006, 45-46.)
Event marketing should conclude brand recognition as it is vital part in marketing mix
and builds awareness of a company’s products or services (ibid., 7). Brand is an image
based on product’s or service’s trademark and its strengthened or weakened by the
consumers own experience. Brand is built through marketing communications and the
promise should be redeemed in daily encounters. Using brand recognition in events
helps the participants remember the company and its products. Image is an image of
the company, products or services and it is formed of beliefs and images even without
an experience. It is also affected by marketing communications. Reputation is the
company’s stakeholders’ valuation about the company. It consists of multiple factors
and cannot be build with advertising. Company’s reputation is born and developed in
different situations with the stakeholders. Events are challenging because they are
personal face-to-face situations and the company either succeeds or fails in the eyes of
stakeholders. (Vallo & Häyrinen 2014, 36-38.)
The fundamental key for a successful event is to understand the company’s sales
initiatives and business objectives. Allison Saget explains that there are five basic
19
steps in strategic event marketing. First is to examine the whole organization and its
relationships with customers, prospects, partners and employees. Saget encourages
companies to create their own event network where people can learn from each other
by communicating. The next step is understanding and establishing the business
objectives for the company and a particular event with the executives. Then assessing
the various functions within the company and understanding how they work and
interact with each other. It is important to research the company’s and its competitors’
websites regularly because the content in them is already checked and approved. This
saves tremendous amount of time on event’s content development. Finally Saget
suggests that marketing should make friends with sales because they know who are
the prospects and customers. Once the company understands their business objectives
and sales initiatives the next step is to make them come alive in an event. (Saget 2006,
2-3.)
Every product, service and different marketing actions need SWOT-analysis to be
made and event marketing is no exception. Muhonen and Heikkinen (2003, 47) have
made a SWOT-analysis for event marketing and it is presented in Table 1. below.
Table 1. Modified swot-analysis for event marketing (Muhonen & Heikkinen
2003, 47)
MODIFIED SWOT-ANALYSIS FOR EVENT MARKETING
Strengths
Weaknesses
• enables personal encounters
• expensive way to create contacts
• is easily transferrable according to
• implementation requires expertise
situations
• the amount of contacts may be
• leaves a long memory trace
small
• offers the possibility to network
• results are hard to test and
measure
• creates responsive reactions
•
events are one-time occasions
• creates loyalty among the
customers
• is unique
• better knowledge of the target
group
• competitors are not present
Opportunities
• enables the collection of current
market information
Threats
• the negative memory trace of an
unsuccessful event
20
•
•
•
•
•
•
•
•
changes the existing image
remains permanently in the target
group’s mind
helps to make influence on the
target group
raises above from the flood of
marketing messages
speaks to the target groups that
are hard to reach
stands out from the other
marketing messages
creates a two-way ties between
the company and stakeholders
accumulates important and
specific information about
customers
•
•
•
•
•
unprofessional implementation
wrong target group
false information options
distractions in the event, too many
messages
general marketing environment
Event marketing as a marketing tool is more intensive and personal than other
traditional marketing communication tools. The competitive advantage of events are
senses that can be utilized, that participants have strong mental image of the event that
they remember for a long time. Event marketing has many strengths and interaction
and personality between the participant and organizer is one of them. Company can
set objectives and get immediate feedback on its success. The target group can be
defined according to the needs and objectives. Events can even help the company to
stand out from the competitors. It is important to set a clear objective that is linked to
the company’s marketing strategy and that people inside the company can answer the
questions why the event is being organized and for whom is it targeted.
Different objectives can be for example:
•
promote and sell products or services
•
acquire visibility
•
promote the company’s image
•
strengthen existing customer relationships
•
acquire new customers or partners
•
motivate, train or coach the company’s own staff
(Vallo & Häyrinen 2014, 21-23.)
21
An important part of any event is to measure whether or not the event was successful,
and to use the right metrics to do it. Rachel Sprung from Hubspot presents five
substantial metrics and the first one is the number of Twitter mentions. The company
should choose a short hashtag and share it with the attendees before the event. This
would make it easier for the attendees to tweet about the event and discuss with
others. The company can track all the event-related conversations under the same
hashtag. The second metric is survey data. It is important to conduct a survey for the
attendees after the event. Any feedback that the company will receive is helpful and
will provide crucial information about the content and promotional strategies. The
next metrics to follow are when and how the attendees registered. The company
should track the different promotions because it will indicate when certain messages
and media were the most effective with the audience. For example if they registered
after the company published a blog post about the event or when the company held a
contest to promote the event. The company can monitor people’s activity as they
register for the event by creating a tracking URLs for each promotion. This will
indicate if the audience sign up after reading an e-mail the company sent about the
event or if they clicked a link on Twitter. The last and most important metric is the
number of attendees. The company should set a goal for the desired number of
attendees. An increase in the attendance for annual or regular events shows that the
event was successful. (Sprung 2011.)
The use of social media in event marketing
Social media has barged in marketing and public relations over the last few years. It
has made consumers more active, powerful and open. Social media offers many new
opportunities and tools when organizing an event. It can be used before the event, in
the event and after the event. A company can for example create an event in Facebook
or use the company’s Facebook profile to inform about the upcoming event. Twitter
messages or blogs can be also used to market the event. Social media is quick and
inexpensive communication channel and it is easy to update information concerning
the event. It is better to use social media as a supporting tool and use other marketing
channels as well. Social media can be used as an idea-sharing channel, invitation
22
channel, marketing channel, messaging channel or feedback channel. (Vallo &
Häyrinen 2014, 86-90.)
To sum up, event marketing can be very effective marketing tool if it is thoroughly
planned and executed. It can strengthen the company’s image and deepen the
relationships with the customers. Events are unique and can be remembered for a long
time, which can provide a competitive advantage for a company.
3 METHODOLOGY
Research can be defined as exploration of facts and knowledge. Kothari states that,
“Research is an art of scientific investigation.” The acts involved in research are:
investigation of problems, defining hypothesis, collecting and analyzing data and
concluding it. It can be viewed as a journey from something safe and familiar to
something completely new. (Kothari 2004, 1-2.)
Pragmatism argues that when designing the research method the most important
consideration is the research question and it allows multiple aspects to answer it. This
is why the position of pragmatism was chosen in this study. Pragmatism enables the
use of mixed or multiple method designs, quantitative and qualitative approaches. In
pragmatist’s view it is possible to work with variations in epistemology, ontology and
axiology. The focus is on practical applied research and integrating different
perspectives to help interpret the data. (Saunders et al. 2009, 109, 119.)
Ontology means “branch of philosophy that studies the nature of reality or being.”
There are two aspects of ontology, objectivism and subjectivism. Objectivism means
that social entities exist separately from social actors. Subjectivism means that the
actions of social actors create social phenomena. (ibid., 110-111, 596-600.) The
Figure 6. below shows the different layers of research.
23
Figure 6. Research onion (Saunders et al. 2009)
3.1 Research design & strategy
John W. Creswell (2007, 249) states that research design is the “entire process of
research”, from the determination of the problem to the reporting of the findings.
Research design covers questions such as: what, where, when, how much. Research
purpose can be put to three main categories: exploratory, descriptive and explanatory.
(Kothari 2004, 31, 35.)
Exploratory research is described as “what is happening; to seek new insights; to ask
questions and to assess phenomena in a new light” (Robson 2002, 59.) Descriptive
study objective is “to portray an accurate profile of persons, events or situations.”
(ibid.) Descriptive study can be combined with exploratory research. Explanatory
research seeks to find relationships between variables. (Saunders et al. 2009, 139140.) The purpose of this study is to obtain information and causes that affect people’s
choices to attend a business brunch, and gain valuable insights into how to maximize
the return on investment of the event, by seeking the existing data and asking
24
questions using a questionnaire. For this reason, a combination of exploratory and
descriptive study was chosen.
Research strategies can be mixed together, for example one can use the survey
strategy with action research strategy in order to get the best results out of the
research. The survey strategy is generally used for exploratory and descriptive
research and it allows collecting a large amount of data from a sizeable population in a
cost efficient way. The data collected by the survey strategy is unlikely to be as wideranging as those collected by other research strategies, which is why the action
research and survey strategy were combined in this study. (ibid., 141, 144.)
The idea of action research refers to the theoretical framework and organizing
principles that guide practice and procedures, which is why it lies under the heading of
practice-based research. The term “action research” implies a process of people
working together and learning with and from each other in order to understand their
practices and situations, and to take meaningful action to improve them. (McNiff &
Whitehead 2013, 25.)
Action researchers want to know whether they can do something in a better way and
how can they improve the practices and solve a problem. There are three stages that
action research often includes:
1. initiating action, seeking information that will help to understand and solve the
problem
2. monitoring and adjusting action, that will help to improve a current practice
3. evaluating action, preparing final report on a completed study
(Sagor 1993, 7-8.)
In action research, intervention refers to the change in the target organization, which
seeks to open up new perspectives on organization’s practices. The intervention itself
does not necessarily aim to increase efficiency but it may result in a new way of
thinking. (Heikkinen et al. 1999, 44-45.) Action research is the most suitable research
strategy, since the authors are being active participants in this study. The aim of this
study is to create a more efficient way to market the company’s event to improve their
25
existing event online marketing strategy. The process of action research is shown in
the Figure 7. below.
Figure 7. The process of action research (Heikkinen et al. 1999)
All in all, the research strategy that suits this thesis the best is action research
combined with survey research strategy. Survey research strategy allows the authors
to collect data from a large audience via a questionnaire. (Saunders et al. 2009, 144.)
3.2 Data collection
Data collection can be done either using qualitative or quantitative approaches.
Quantitative data collection method targets numbers and quantities, whereas
qualitative data collection method is the type that relays on words and other nonnumerical data. It is used when a concern needs to be analyzed. Qualitative research
method studies behavior, opinions and attitudes. Qualitative data is often collected on
the field, in the natural setting of the participants who are included in the study.
(Kothari 2004, 30; Creswell 2007, 37; Saunders et al. 2009, 598.)
26
One can use primary and/or secondary data for answering research questions. Primary
data is the type of data that is not already available. It is discovered through different
methods. Primary data is data from interviews, observations, questionnaires, etc.
Secondary data is the type of data that is already available for the public. It can be
collected from, for example, articles or previously done interviews. It is research data
that is already conducted by someone else. When collecting secondary data, the
researcher needs to pay extra attention to the reliability of the data. (Kothari 2004, 95112.)
Questionnaire
Evaluating the data collection methods for primary data for this thesis, a questionnaire
was the most suitable. Since it is the type of data collection that can be quickly, easily
and cost effectively distributed to the participants and to the people that did not attend
the event. The questionnaires were made by researching literature and studies, which
proved an effective way to create a questionnaire. The questionnaires were kept short
and simple. The layout was clear with closed-ended and open-ended questions, thus
respondents can share their perspectives freely. (See Appendix 2 & 3.) The second
questionnaire, that was sent to people that did not attend the event, consisted mostly
close-ended questions, thus it was more appealing to quickly answer it. (Appendix 3.)
The questionnaire is a method that is used to measure the success of the event and the
event marketing. (Saunders et al. 2009, 361-365.)
Saunders et al. (2009) define population as “the full set of cases from which a sample
is taken”. In this study, the population consists of the people that arrived at the event
and the people that did not. Thus this study has two separate populations, one for each
questionnaire. But, since this study aims to research ways to get more attendants to the
brunch events, the main focus is on the people that did not attend the event. This is the
population that needs to be researched, in order to find out what can be done
differently in order for them to attend.
Two questionnaires were conducted. Before the questionnaires were handed out and
sent to the population, drafts of them were shown to the company executive and
adjusted by the feedback given. The first questionnaire was given to the participants at
the event and collected afterwards. Thus the population for this questionnaire was the
27
people at the event. The original idea was to interview the participants and write the
answers to the questionnaires by the researchers, but due to the delay of the brunch the
surveys were handed out and participants were asked to fill them. (Appendix 2.) The
second questionnaire was sent via Data Group Jyväskylä to the people that did not
show up at the event. Both questionnaires included a message that explained the
purpose of the questionnaire. Data was collected between 17.03.2015-01.04.2015.
The questionnaire that was given at the event was printed on paper and given to the
six participants at the event. The questionnaire to the people that failed to arrive was
sent by e-mail to 298 respondents. The respondents consisted of companies that
received the first invitation e-mail and opened it, but did not register. The amount of
people that acknowledged the questionnaire by e-mail was 173. The actual number of
responses from the questionnaire was 13 (4.3%). Data Group Jyväskylä decided to
include a prize to motivate people to answer the questionnaire. The prize was a laser
printer, which will be drawn among the respondents of the questionnaire.
Population and sampling
Sampling techniques are needed when it is impracticable to survey the entire
population or when there are time or budget constraints. Population describes a set of
cases from which the sample is taken. In this study population consists of small and
medium sized company executives and due to the large population and time
constraints, sampling technique was applied. Sampling techniques can be divided into
two groups that are probability sampling and non-probability sampling. In probability
sampling the chance of each case being selected from the population is known and
equal for all cases. In non-probability sampling it is impossible to answer research
questions that requires statistical inferences to be made about the characteristics of the
population. Also the probability of each case being selected from the total population
is not known. (Saunders et al. 2009, 212-213.) This study concentrates on possible
new customers that are small and medium sized company executives from different
business areas, which makes it impossible to identify the sampling frame. This is why
non-probability sampling was chosen as it offers various sampling techniques to
choose from. Self-selection sampling was the most appropriate for this study as the
28
questionnaires were sent to a large amount of companies, also to find out who were
willing to participate in it and find the topic interesting. (ibid., 233, 241.)
3.3 Data analysis
According to Saunders et al. (2009, 124) data analysis can be done through two
separate research approaches, inductive and deductive. In inductive approach the
researcher collects data and from that, creates a theory based on it. When using a
deductive approach, there is already an existing theory and a hypothesis and the
researcher constructs a research strategy to test the hypothesis. In this study, one
hypothesis concerns the significance of the e-mail subject line. This study uses the
deductive research approach, since the content used on the e-mail was collected and
built from previous studies that proved the methods effective. Also the questionnaires
were developed from existing information proving certain methods and layout
effective.
Researchers go through a familiar set of steps when analyzing the data, regardless
whether using qualitative or quantitative data analysis. Steps are as follows:
1. “Preparing the data for analysis
2. Exploring the data
3. Analyzing the data
4. Representing the analysis
5. Interpreting the analysis
6. Validating the data and interpretations.”
(Creswell & Plano Clark 2011, 204.)
The qualitative data collected from the open-ended questions on the questionnaire was
analyzed using qualitative data analysis methods. The procedure of data collection,
data analysis and creating recommendations is interactive in nature. The analysis of
the data appears while doing the data collection, as well as after it. This type of data
collection and analysis allows the researcher to notice the possibly important patterns,
themes and relationships while collecting data. There is no regulated way to analyze
qualitative data. But it is possible to break down the data to three main processes:
summarizing of meanings, categorization of meanings and structuring of meanings
29
using narrative. (Saunders et al. 2009, 488, 490.) The quantitative data was analyzed
using excel and SPSS. The method of analysis that was used was Chi-squared (Chi2)
and cross tabulation.
Background variable of the online questionnaire
The questionnaires were aimed at the people at the event and the people that did not
attend. The main target group was the people that did not attend, since they are the
ones that can boost the participation level. The first questionnaire was collected in
order to get more insight. That is why the main focus is on the second questionnaire.
The second questionnaire was conducted online and sent via e-mail, and 173
acknowledged the e-mail. The total amount of responses was 22, but only 13
completed the questionnaire. Only the completed questionnaires were analyzed.
The following Figure 8. shows the gender distribution of the online questionnaire.
69% of the respondents were male and 31% were female. There are a high number of
males in this study. The questionnaire itself did not asked the respondents’ gender but
the information was gathered from the statistics of the APSIS program, which was the
tool used to send the questionnaires.
Figure 8. The gender of the respondents
30
3.4 Research implementation
In analyzing the current event marketing methods, the authors interviewed the sales
director. When organizing business brunches Data Group Turku sends the invitations
to three thousand company executives by using the opt-in e-mail technique. Contact
information is drawn from the customer register, which should always have the
updated information regarding e-mail addresses etc. They have been using APSIS and
e-maileri, these programs provide specific information of the time the e-mails are
being opened and viewed. They send the invitations about a couple of weeks before
the brunch and again a week later to those who have opened the e-mail but not
responded. They also send confirmation e-mails as a reminder a couple of days before
the event. Usually they get approximately 15 participants. They have tried different
dates and times when sending the invitations but this has not shown any significance
in the number of participants. Since the invitations are always sent to executives, they
had discovered that they also read their e-mails during the weekends.
This was the first time to organize a business brunch in Jyväskylä and it was decided
with the company to use the same opt-in e-mail technique to send the invitations. The
invitation was sent to 983 company executives and 157 (15,97%) opened the e-mail.
The brunch was held on Tuesday 17.3.2015 in Aalto conference room, Innova 1
Jyväskylä and it started at 9 o’clock. Seven participants registered for the event but
only five of them showed up. One participant showed up without having registered.
We can say that the ratio is almost the same for Turku and Jyväskylä: 3000:15 and
1000:6. It was also considered to use social media to inform about the event but it was
discovered that Data Group Jyväskylä is not active in that section. They have a
Facebook page that has three likes, as of March 18th, 2015. They do not have any
other social media sites. The time was thought to be too short, to start working on their
social media sites and inviting participants through them.
31
4 EVENT MARKETING METHODS FOR DATA
GROUP JYVÄSKYLÄ
The aim of this chapter is to explain the existing event hosting methods of Data Group
Turku, analyze and present the results of the questionnaire, and finally propose ideas
based on the findings for both Data Group Jyväskylä and Turku.
Data Group Turku has a habit of hosting brunch events for possible prospects, in order
to get new customers. Data Group Turku co-hosts the events with
Ohjelmistopalvelu.fi and Document House. All three companies present their services
and products individually, while the participants indulge in the inclusive breakfast
setting.
When analyzing Data Group Jyväskylä’s existing event marketing methods, it can be
concluded that their main method has been e-mail marketing. They have a Facebook
page, but it is not used actively, thus the use of that is excluded from this study.
The company wants to know if the e-mail content can be designed in a better way, in
order to attract more audience and get more participants to the event. It is worth
mentioning, that since this is the first time Data Group Jyväskylä organizes the brunch
event, comparison cannot be made to previous events. Hence, the change in
participation rate cannot be evaluated.
It is important to think about the attendee persona and target the marketing to the right
people. E-mail marketing can be used to promote company’s events and event content.
(Toner 2014.) Data Group Jyväskylä has determined that their target audience is
online and their products and services are suitable for the digital market.
It was discovered while researching theory, that e-mail marketing is the most used
method to market an event. It was decided to change the existing content of the invite
to a new one based on theory. The researchers created the new content by researching
theory and methods that have been proved to be efficient.
The results from the questionnaires will be presented in the order of the supportive
questions. The following subchapters provide the presentation of the approach that the
customers prefer and the content that attracts the customers.
32
4.1 Customer preferences
Two participants at the event answered the question, about potential suggestions for
improving the invitation. Four (67%) participants left it blank, this may be because
they did not have time to fill it or they did not have any suggestions for the
improvement of the invitation. One participant (17%) thought that there should be no
changes and another participant (17%) thought that an e-mail invitation is always
appropriate.
In the second questionnaire the respondents were asked if there was some other
method or channel that they would like to receive the invitation. 100% of the
respondents said that there is not a better way than e-mail. Hence, the respondents
were unanimous.
4.2 Attractive content for customer participation
Six persons who were at the event answered the first questionnaire. As shown by the
first questionnaire for those attending, the ones who found the topics and products
interesting and relevant to their business registered and attended the event. See Figure
9. below.
Figure 9. Reason for attending the event
33
A question about potential suggestions for improving the event was left unanswered
by three respondents (50%). The reason for that may be the fact that the event ended
half an hour after it was supposed to, and the participants had to go back to work.
Another explanation could be that they did not have any improvement suggestions.
One participant (17%) hoped for a more practical approach to the subjects. Two
participants (33%) were happy with the event and would not make any changes.
The results indicated that the main reason for not attending the event was inconvenient
time. The Table 2. below shows if the gender of the respondent affects the reason for
not attending.
Table 2. Influence of gender for not attending
!
!
n!=!
!
Inconvenient!time!
Services!not!
relevant!
Other!
Total*
!
Female!
4!
%!
50!
25!
!
Male!
9!
%!
89!
0!
Total*(N)*
*
13*
%*
77*
8*
25!
100!
11!
100!
15*
100*
Chi2=3,14, df=2, 1-p=79%. More than 20% of the frequencies are less than 5, thus the rules of
Chi2 are not really suitable.
10 (77%) respondents said that the time was not convenient, one (8%) respondent said
that he did not feel that the services were relevant and the rest of the respondents
(15%) had other reasons, which were not specified. The results do not show
statistically significant difference between genders, since Chi2=3,14 and df=2.
Majority of both, men and female, stated that inconvenient time was the reason for not
attending. The results should be treated with skepticism, since not all of the required
criteria of the Chi-squared test are met.
34
The Table 3. below shows if the gender of the respondents affects the way they would
be motivated to register for future events.
Table 3. Influence of gender on what would motivate to register for the future
event
!
!
n!=!
!
Event!held!at!a!
later!hour!
Influential!speaker!
Client!telling!
experiences!
Other!
Total*
!
Female!
4!
%!
25!
!
Male!
9!
%!
22!
Total*(N)*
*
13*
%*
23*
25!
25!
22!
11!
23*
15*
25!
100!
44!
100!
38*
100*
Chi2=0,64, df=3, p-1=11%. More than 20% of the frequencies are less than 5, thus the rules of
Chi2 are not really suitable.
The Table 3. above reveals that over fifth (23%) of the respondents would attend if the
event was held at a later hour. Another fifth (23%) would participate if the event
would have an influential speaker. 15% of the respondents would attend the event if
there were a client telling about their own experiences about the services. Less than
half (38%) had other reasons that were not specified. The results show slight
differences between genders, one fourth (25%) of females would prefer a client telling
about experiences, whereas only 11% of males would prefer that. Event held at a later
hour and influential speaker had almost the same response percentages between both
genders. Moreover, the results do not show statistically significant difference between
genders, since Chi2=0,64 and df=3. The results should be treated with skepticism,
since not all of the required criteria of the Chi-squared test are met.
The respondents were also asked if they want more information about services and/or
products. Ten (77%) said no and three (23%) said that they would be interested to
receive further information. See Figure 10. below.
35
Figure 10. Interested in further information
Four respondents (66%) considered the event as a success. They described the event
as follows: “instructive”, “good setting”, “good, I got a lot of new ideas”, “interesting
topics.” One respondent (17%) thought that the information was too difficult and
overwhelming. There was one participant (17%) who thought that the event was not
for him.
Testing hypothesis
A hypothesis concerning the importance of e-mail titles was rejected. Since the emails were sent on behalf of Data Group Jyväskylä and Ohjelmistopalvelu.fi with
different subject lines in order to compare the attractiveness of the topic. It was
discovered that the subject line did not have an affect on the opening rate of the email. Hence, the same people opened the e-mail and the same people left it unnoticed.
Data Group Jyväskylä sent the e-mail using APSIS and Ohjelmistopalvelu.fi sent the
e-mail via e-maileri.
36
4.3 Recommendations
The following subchapter provides recommendations for Data Group Jyväskylä and
Data Group Turku on what to consider when marketing their business brunches in
order to increase the attendance number. The recommendations are based on an
existing theory and on the findings of the questionnaires, and are researched by the
authors.
The invitations were sent 12 days before the event and then again, a couple of days
later. The day before the event a confirmation e-mail was sent as a reminder to the
participants. In the future the invitations could be sent at least three weeks earlier
before the event so people would have more time to organize their schedules and
register for the event. As the results of the second questionnaire indicated, over half
(77%) of the respondents did not register for the event because the time was not
convenient. This may be due to the fact that they did not have enough time to arrange
their schedules and participate or that the starting time of the event was not
convenient. In the open question one respondent replied that: “Usually the calendar is
so full that the event should be very topical that it could be fitted into the schedule.”
One respondent said that: “The hassle at work usually prevents the participation to
events that are during working hours.” It could also be considered that the starting
time of the event should be changed. Three (23%) of the respondents said that if the
event were held later in the afternoon they would participate. Usually the events have
started at 9 o’clock but in the future the company could try to change the time to start
at 10 or 11 o’clock. Then it could be compared if the later time would attract more
people to attend the event. Also it could be considered to change the event to start at 8
o’clock in the morning. The attendees could start their day at the event and after that
have the rest of the day dedicated to work instead of going back and forth between
work and the event. It also should be considered to hold the event as a lunch, instead
of a brunch. Since in Finland lunch is a more traditional and possibly more
professional than a brunch.
The respondents revealed that an influential speaker, a current client and interesting
topics would motivate to register for the event. The way to include all these, could be
to theme the events. Since all different people find different topics interesting, by
37
theming the events the content would be more versatile. Hence, attract more
participants. Before creating the themes for the events, it should be decided how often
Data Group Jyväskylä want to host events. The problem that may occur is how the
company can create more different topics, since their services and products only
concern the IT branch. This could be executed by co-hosting the events with
companies from different branches.
The first step, would be to decide the time of the event. Either have it early in the
morning, or as a lunch event. Since the study revealed that the main reason for not
attending was the inconvenient time. It could be recommended, that they try both
ways. After having tested the three different times, the brunch time which this study
focuses on, early in the morning and at lunch time, the comparison could be made
between the three in order to define the most efficient one.
The second step would be to create a theme to each event. Since the study revealed
that influential speaker or a client telling about own experiences would attract
participants. Thus, for every different theme, there would be a different speaker, either
a current client or someone influential. This way they are able to attract wider
audiences since companies find different subjects interesting.
They could also try to send the invitation using other digital channels, such as social
media. Even though all the respondents (100%) answered that there is no better way to
receive an invitation as e-mail, there are several articles about how social media can
be utilized in event marketing as stated previously in the literature chapter. They could
create an event page in their Facebook profile and send invitations through there. But
before that can be done it is necessary to create more followers and likes to their
Facebook Page. This can be done for example by organizing competitions on their
Facebook Page and updating it regularly.
Even though the company has previously tried different times to send the invitation email and noticed that it does not show any significance on the attendance numbers,
other research revealed that indeed the time of the e-mail is sent can affect on how
many people reads the e-mail and reacts to it. Thus it is suggested that the company
should send the invitations on Tuesday, Wednesday or Thursday. (Frankel 2012.)
38
They should value the attendees’ opinions and collect feedback regularly from them,
thus they can keep improving the event and satisfy the customers. The feedback could
be collected via a questionnaire, verbally or by sending a questionnaire via e-mail.
Also the target audience should be carefully considered as it could result for more
people attending the event. If the feedback is collected regularly, Data Group
Jyväskylä will be able to notice if some methods are more effective than others. This
study will work as a comparison for the next data collected from the future brunches
held in Jyväskylä. That is what action research focuses on, the future, in other words,
the effectiveness and the power of the intervention can be measured after collecting
more data from the future events.
5 CONCLUSION
The purpose of this study was to develop an effective event marketing method for
Data Group Jyväskylä, by exploring existing theories and seeking information from
possible customers. Also identifying what kind of approach do the respondents prefer
when sending invitations and the possible changes to the event to guarantee maximum
participation rate. Based on the findings a recommendation was provided.
This study revealed that timing and relevancy are the key factors affecting the
participation rates. All of the participants in this study (100%) preferred e-mail as the
most desirable approach and the best method when receiving business event invites.
E-mail is considered to be easy to use and traditional. The time and date when the
invitations are sent could affect on how many people acknowledge and respond to the
e-mail.
It was also revealed, since the e-mail invitations are sent to the executives, that their
schedules are usually full. Thus the event and the topics would have to be relevant and
interesting enough for them to attend. It was also acknowledged, that an influential
speaker and a change in the time event is held, could motivate people to register and
attend the event.
39
The recommendation offers suggestions for the case company to follow when
planning their future business events. It is based on the results of the questionnaires
and also on the existing theory about organizing events. It offers different suggestions
regarding the event invitations, such as how and when to send the invitations. In order
to discover how the recommendations affect the future events, it is important to
measure the attendance numbers and compare them to the previous ones. This study
will be the base for the data from the next event held at Data Group Jyväskylä. It is
also important to remember to survey the attendees’ opinions on the events and
suggestions for the future. (Sprung 2011.)
Event marketing is an effective marketing tool. A powerful marketing strategy will be
formed when it is used together with other marketing actions. Data Group combines
event marketing with radio, TV, magazine advertisements and monthly newsletters.
(Saget 2006, 45-46.) Digital marketing offers inexpensive methods for companies to
market their brand and products. It is vital for a company to have an up-to-date
knowledge on digital marketing and the digital environment, if it wants to succeed in
the existing markets. (Chaffey & Ellis-Chadwick 2012, 6.)
It can be concluded that the research questions were answered. The research was
conducted and based on the findings, a recommendation proposal was given to the
case company. But since action research is future oriented, there is no data available at
this point to prove the effectiveness of the recommendation proposal or to prove the
effectiveness of the intervention. (Kananen 2011, 150.) Due to this thesis, Data Group
Jyväskylä is able to adjust their existing event marketing methods to the findings of
this study.
5.1 Reliability and validity
Reliability and validity need to be considered in order to ensure the quality of the
creditability of this study. Reliability refers to the extent to which the data collection
techniques will yield consistent findings, in other words, if the research was done
again, would the same results appear. Internal validity is concerned with the
questionnaire and whether it measures what it was intended to measure. (Saunders et
al. 2009, 156, 372.) External validity refers to the generalizability of the findings due
the population. Different sampling techniques were studied and non-probability
40
sampling was chosen due to the lack of a sampling frame. Because the self-selection
sampling technique was used it is impossible to make generalizations that would apply
to the whole population. Also, due to the small samples (first questionnaire 6, second
questionnaire 13), it is preposterous to make any generalizations. In all the cases, the
dependencies between genders were not significant. The possible fact that causes this
is that almost all frequencies were under five. Hence not all the criteria required to
make assumptions, according to Chi2, were met. Because of this, the results should be
treated with skepticism. Since the research method used was action research, it is a
little difficult to measure the reliability of the study. The whole study focuses on the
intervention, in other words, the intervening variable, which means that the same
result is not essentially achievable (Heikkinen et al. 1999, 113-114).
All secondary data was collected from printed publications and web published articles
from research databases or company platforms that can be considered reliable. (ibid.,
274.) Hence, all secondary data used was versatile. All in all, it was challenging to
obtain a sufficient number of respondents to the second questionnaire, although it was
sent via Data Group Jyväskylä and a prize was included in order to motivate higher
response rates. Even though the questionnaires were developed based on existing
theory, it is worth mentioning, that the theory was in English and directed to English
speakers. The factors Finns find effective may differ from the theory collected.
Triangulation was used to improve the reliability of this study. Thus different research
methods, quantitative and qualitative, were used to verify the results.
As told in previous chapter, this was the first time Data Group Jyväskylä organized
the event. Thus, the only comparison can be made to Data Group Turku. The target
groups between the two different cities might differ from each other. It can be
concluded, that the comparison is not accurate.
5.2 Suggestions for future research
While conducting this study, other research ideas emerged. Since the majority of
people and businesses are active online and use digital channels, a study that concerns
Data Group Jyväskylä’s social media development would be useful. That, in turn,
leads to a study that uses social media to send the invitations to the events. Then it
could be compared, which method is more effective. Other interesting research idea
41
would be to seek into the customer preferences, concerning different media channels,
between small and medium sized companies and large companies.
42
REFERENCES
Chaffey, D., & Ellis-Chadwick, F. 2012. Digital Marketing: Strategy, Implementation
and Practice. 5th ed. Essex, England: Pearson Education.
Creswell, J. W. 2007. Qualitative inquiry and research design: choosing among five
approaches. 2nd ed. Thousand Oaks, CA: Sage Publications.
Data Group Jyväskylä. 2015. Accessed 20 February 2015.
http://jyvaskyla.datagroup.fi
Denzin, N. K., & Lincoln, Y. S. 2005. The Sage Handbook of Qualitative Research.
3rd ed. Thousand Oaks, Ca: SAGE.
Eridon, C. 2012. The 9 Must-Have Components of Compelling Email Copy. Hubspot
blog, 1.5.2012. Accessed 4.2.2015.
http://blog.hubspot.com/blog/tabid/6307/bid/32606/The-9-Must-Have-Componentsof-Compelling-Email-Copy.aspx
Fishman, S. 2013. PR strategy + social media - Do they generate leads? Franchising
World, 32-33. Accessed 26 November 2014. https://janet.finna.fi/, Business Source
Elite, Ebsco database.
Frankel, A. 2012. Sähköpostikoulu, osa 3: lähetysajankohta. Apsis Finland. Accessed
5 March 2015. http://www.apsisfinland.fi/artikkelit-jareferenssit/perusteet/saehkoepostikoulu,-osa-3-laehetysajankohta.aspx
Frankel, A. 2012. Miten teen houkuttelevan kutsun? Apsis Finland. Accessed 5 March
2015. http://www.apsisfinland.fi/artikkelit-ja-referenssit/markkinointi/miten-teenhoukuttelevan-kutsun.aspx
Grant, C. 1995. Better lead management. MC: Marketing Computers 15, 2. Accessed
30.11.2014. https://janet.finna.fi/, Business Source Elite, Ebsco database.
Hallerman, D. 2011. Best Practices for Email Marketing. eMarketer Webinar,
15.7.2011. Figures retrieved 5.2.2015.
http://www.slideshare.net/eMarketerInc/emarketer-webinar-best-practices-for-emailmarketing
Heikkinen, H. L. T., Huttunen, R., & Moilanen, P. 1999. Siinä tutkija missä tekijä:
toimintatutkimuksen perusteita ja näköaloja. Jyväskylä: Atena.
Kananen, J. 2011. Rafting Through the Thesis Process: Step by Step Guide to
Thesis Research. Publications of JAMK University of Applied Sciences. Tampere:
Juvenes Print.
Kothari C. R. 2004. Research Methodology: Methods & Techniques. 2nd ed. New
Delhi: New Age International.
43
Kotler, P. 2013. Philip Kotler Digital Marketing. Youtube channel, 27.1.2013.
Accessed 19.12.2014. https://www.youtube.com/watch?v=7fHNlH3jkds
Lewis, P., Saunders, M., & Thornhill, A. 2012. Research Methods for Business
Students. 6th ed. Harlow: Pearson.
McNabb, N. 2010. Lunch Pail Lead Generation: Executing Best Practices. Lead
generation doesn’t have to be complex or over-complicated. Franchising World.
Accessed 29 November 2014. https://janet.finna.fi/, Business Source Elite, Ebsco
database.
McNiff, J., & Whitehead, J. 2013. Action research: principles and practice. 3rd ed.
Milton Park, Abingdon, Oxon: Routledge.
Miller, M. 2011. 76% of Businesses Use Email for Event Marketing. Hubspot blog,
1.9.2011. Accessed 2.2.2015. http://blog.hubspot.com/blog/tabid/6307/bid/23895/76of-Businesses-Use-Email-for-Event-Marketing-New-Data.aspx
Muhonen, R. M., & Heikkinen, L. 2003. Kohtaamisia kasvokkain:
tapahtumamarkkinoinnin voima. Helsinki: Talentum.
Pulizzi, J. 2012. Six Useful Content Marketing Definitions. Content marketing
institute, 6.6.2012. Accessed 6.1.2015.
http://contentmarketinginstitute.com/2012/06/content-marketing-definition/
Pulizzi, J. 2011. Social Media Definitions. Heidi Cohen, 9.5.2011. Accessed 6.1.2015.
http://heidicohen.com/social-media-definition/
Qualman, E. 2010. Social Media Revolution 2. Youtube channel, 5.5.2010. Accessed
15.12.2014. https://www.youtube.com/watch?v=lFZ0z5Fm-Ng
Ryan, D., & Jones, C. 2009. Understanding Digital Marketing, Marketing Strategies
for Engaging the Digital Generation. 1st ed. London, United Kingdom &
Philadelphia, USA: Kogan Page Limited.
Roberts, M. L. 2003. Internet Marketing: Integrating Online and Offline Strategies.
New York, NY: McGraw-Hill.
Saget, A. 2006. The Event Marketing Handbook: Beyond Logistics and Planning. 1st
ed. Chicago, IL: Kaplan.
Sagor, R. 1993. How to Conduct Collaborative Action Research. Alexandria:
Association for Supervision and Curriculum Development. Accessed 8.2.2015.
http://www.jamk.fi/kirjasto, Nelli-portal, Ebrary eBook Collection.
Saunders, M., Lewis, P., & Thornhill, A. 2009. Research Methods for Business
Students. 5th ed. Harlow, Britain: Pearson Education Limited.
44
Sprung, R. 2011. 5 Must-Have Marketing Event Success Metrics. Hubspot blog,
22.6.2011. Accessed 6.2.2015. http://blog.hubspot.com/blog/tabid/6307/bid/17465/5Must-Have-Marketing-Event-Success-Metrics.aspx
Stelzner, M. 2013. Social Media Examiner Industry Report. The 60 Second Marketer
blog, 21.5.2013. Accessed 24.2.2015.
http://60secondmarketer.com/blog/2013/05/21/social-media-examiner-industry-report/
Sullivan, E. A. 2008. Take the (Qualified) Lead, A business card is not a hot prospect.
Marketing News, 8. Accessed 27.11.2014. https://janet.finna.fi/, Business Source
Elite, Ebsco database.
Vallo, H., & Häyrinen, E. 2014. Tapahtuma on tilaisuus: tapahtumamarkkinointi ja
tapahtuman järjestäminen. 4th ed. Helsinki: Tietosanoma.
Venkatesh, V., Brown, S. A., & Bala, H. 2003. Bridging the Qualitative-Quantitative
Divide: Guidelines for Conducting Mixed Methods Research in Information Systems.
Mis Quarterly, 23. https://janet.finna.fi/, Business Source Elite, Ebsco database.
45
APPENDICES
Appendix 1. Invitation
46
Appendix 2. A copy of the first questionnaire
47
Appendix 3. A copy of the second questionnaire!
48